The Pipeline
SEPTEMBER 8, 2020
Objections are an emotional thing, meaning it is better to use a counterintuitive approach. You can take that even one step further by involving the prospect in handling their own objection. Try this alternative objection handling method: [link]. How to turn sales managers into prospecting leaders. By Tibor Shanto.
Sales and Marketing Management
JANUARY 20, 2020
Or worse, could you lose your sales job altogether? You could be vulnerable if you’re not sharpening your sales skills and honing the tactics that will help you succeed in 2020. Forrester analyst Andy Hoar didn’t mince words when he spoke at the 2015 Forrester Sales Enablement Forum. Complete Your Tasks.
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Understanding the Sales Force
DECEMBER 16, 2019
Before I can make any predictions for 2020, let's start with these ten simple truths about selling for proper context. FOUR: Effective Selling requires a well thought-out sales strategy, sales process, sales methodology and appropriate sales tactics. FIVE: Salespeople can be easily sabotaged by weak Sales DNA.
The Pipeline
AUGUST 31, 2020
As sales professionals, we need to be cognizant of this while approaching prospects. Add to that most face the strain of having to salvage what is left of 2020. All this should make the rest of 2020 an emotional slingshot, especially for the unprepared. How’s The Family.
Zoominfo
DECEMBER 10, 2020
From sales processes to how we celebrate holidays, there has been no area left untouched by this pandemic. For ZoomInfo, one of the biggest challenges we are facing at EOY is how to keep motivation high and celebrations on par with the big achievements our sales teams are hitting day in and day out. Covid has changed everything.
Understanding the Sales Force
OCTOBER 26, 2020
The s**t show known as 2020. Despite everything unusual about 2020, there have been some normalcies too. Objective Management Group (OMG) celebrated some milestones this year too. How are they important to sales success? Many of us have heard that term used to describe this uniquely strange year.
Mr. Inside Sales
JANUARY 6, 2020
How good (or bad) does your sales team sound when prospecting over the phone? On Friday, (Jan 3 rd ), I received a sales call that went like this: Me: “Good morning, Mike Brooks here, how can I help you?”. I won’t go on (although this sales rep was willing to…). Have you recorded and listened to their calls lately? What gives?
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